Best Practices in Demand Generation
Sridhar Ramanathan over at the Pacifical Group Blog just published an article on the best practices demand generation from a recent interview with Charlie Shafton, Director of Marketing Programs at...
View ArticlePersonal Lead Generation Tools
If you do lead generation (a.k.a. prospecting) for yourself out the WSJ article, “End of the Cold Call?” by Jeanette Borzo. The article features tools that will aid sales people, entrepreneurs, and...
View ArticleWhy CEOs Must Be Involved in Lead Generation
I’d like this article, “Sales and The CEO,” by Jeff Thull author of Mastering the Complex Sale. In the article, Thull explains how CEOs should to play an active role in developing successful...
View ArticleThe Payback of Optimizing Lead Generation
A dilemma faced by many senior executives is whether to put more money into sales or into marketing. Often, they feel it is better to hire more sales people to increase sales than investing more money...
View ArticleLead Generation for the Complex Sale
Lead Generation for the Complex Sale is a new book by Brian Carroll, CEO of InTouch Incorporated. In the book, Brian focuses on providing a proven process for generating business-to-business leads for...
View ArticleSales and Marketing as a Team
The best mindset, strategy and tactics – and the most astute sales and marketing individuals – are for naught without the collaboration of everyone involved. The unrealized potential can be likened to...
View ArticleLeads Too Valuable For Sales People Alone
David Meerman Scott’s blog post, “Sales Leads Are too Valuable for Sales People,” is worth a read. He shows the folly of marketers who throw sales leads over the wall and expect sales people to catch...
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Best & Worst Lead Generation Offers for 2006
I’ve been quiet here for over a week, but not because I don’t have a ton of things to write about. Actually, I’m focused on getting a special project ready that I’ll be releasing to the world via this...
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New Book on Corporate Blogging
It’s exciting when someone you know launches a new book. Congratulations to Debbie Weil, a recognized blogging expert, on her first offering, The Corporate Blogging Book: Absolutely Everything You Need...
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Hip and Stylish Younger Sibling to the Whitepaper
If you’re reading this, it’s likely that you are a reader of other blogs. As such, you’re probably aware of the growing number of e-books available. So what’s the deal? Fellow e-Book author David...
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White Papers, Lead Generation – Key for BtoB Marketers
Complex sales cycles make the development of multi-modal marketing strategies critical. For many B2B marketing pros (especially those in technology), a time-tested tool is the white paper. As I’ve...
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Become a Thought Leader and Attract Customers
Would you like to be more visable and generate sales leads on a limited budget? Become a thought leader! Thought leadership gives you an edge to combat commoditization and attract more business....
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Why Doesn’t Naked CRM Work?
Did you know your CRM might be naked? I never thought of it that way until I read this compelling e-book by Ardath Albee. One of my most read and commented blog posts was, “Why don’t sales people...
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Scoring For Better Leads
The biggest mistake made by marketers is to give mere inquiries to a salesperson. When inquiries are handed off without being methodically qualified, it doesn’t take the sales department long to start...
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Finding Your B2B Lead Generation
Often lead generation programs seem more ready-fire-aim instead of ready-aim-fire. Mac McInTosh wrote a helpful article on, “Targeting Your B2B Lead Generation,” that I think provides some good tips...
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Target Marketing – Whats a Lead?
Many marketers believe generating more sales leads is the key to hitting revenue targets. That’s not always true. In fact, most companies need to do a better job managing and qualifying the leads (or...
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E-mail And Phone Have High Response Rates
BtoB Magazine points out some interesting findings in the DMA 2006 Response Rate Trends Report which includes data for more than 1,500 campaigns received in 2004, 2005 and 2006. The DMA report found...
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Don’t Waste Your Pay-Per-Click Budget
Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to the MarketingProfs article, Five Proven Ways to Waste Money With Pay-per-Click Advertising by John Grant. I think this article...
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Email Newsletters and Blogs
So I finally got a chance to catch my breath a bit and read some of the content on my “blogs I read” list. I’ve often talked about how marketers can reuse content for lead nurturing. If you currently...
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Sales and Marketing the Six Sigma Way
It’s been well documented that quality of collaboration between sales and marketing directly impacts ROI. The challenge that many organizations face is that their sales process is a black box. No one...
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